The Programme
Key Topics
Main Content
| Winning the confidence of our customers |
 |
| The first wow!! |
|
| Understanding the full value to our customers - the 'Gift' |
| Responding with absolute confidence |
|
| Managing objections & questions |
|
| Agreeing the contract - reaching yes faster |
- Lifting our personal barriers to our success
- What comes in the way of even more success with customers
- Where do these barriers come from
- How can we remove them
- Communication at its best
- – main principles, tools and techniques
- Capturing the interest of customers
- Emotional intelligence – combining our logic with
powerful emotions - Managing the powerhouse – EQ
- Winning the customers' hearts and minds
- Making people comfortable to open up to us
- Being open and interested – the art of asking questions
- Listening sells – really listening
- Reaching the customer’s depth of mind
- Fully understanding what they really value
- Changing from product to value thinking
- From salesperson to bringer of success
- Turning learning into reflexes
- Responding with perfection to customer values
- Differentiated solutions built with excellence
- Busting competition without even worrying about it
- Delivering the ‘Gift’ – satisfaction and confidence
- Price pressure – hugely reduced – stronger margins
- Handling customer objections and questions constructively
- Remaining confident in face of customer pressure
- Inspiring confidence and trust
- Understanding types of and reasons for objections
- Getting to the real problem and providing solutions
- Breaking old habits which may hold us back
- Inciting answers from customers
- Bringing answers with affirmation and confidence
- Getting to the yes – sooner and with more certainty
- Personal commitment plan
- Clear feedback to build success
- .
